Sales Handoff Orchestration ensures qualified opportunities move from AI to humans seamlessly. The SDR books meetings, briefs the team, and keeps both sides aligned on next steps.
Arrive prepared
Reps receive a complete dossier--conversation history, sentiment, and recommended actions--before they ever meet the prospect.
Handoff Triggers
- Qualification score: Lead meets thresholds for role, company size, and intent.
- Explicit request: Prospect asks to speak with sales or requests pricing.
- Urgent signals: AI detects high buying intent or competitive urgency.
Orchestration Steps
| Stage | Automation | Result |
|---|---|---|
| Meeting scheduling | Check availability, book calendar slot, send invites | No manual coordination |
| Briefing packet | Compile summary, objectives, key concerns, suggested follow-up | Reps enter meetings informed |
| Internal notifications | Post to Slack/CRM with context and ownership | Keeps revenue teams aligned |
| Live escalation | Invite human into active chat or start voice handover | Prospects get immediate attention |
| Post-meeting capture | Prompt reps to log outcomes, update lifecycle, and assign tasks | Maintains clean data |
Implementation Guide
Define Qualification Criteria
Align sales and success on what constitutes a sales-ready lead, including required data points.
Configure Handoff Actions
Choose which calendars to check, what briefing details to include, and which channels to notify.
Test the Experience
Simulate a handoff to confirm calendars book correctly and briefing packets capture the right context.
Enable Real-Time Escalation
Allow the SDR to invite humans into conversations or initiate a call when urgency is detected.
Automate Post-Meeting Follow-Up
Trigger tasks, recap emails, or next-phase templates once the meeting concludes.
Best Practices
Keep the loop closed
Ensure reps log outcomes so downstream teams (implementation, success) inherit accurate context.
- Route high-value leads to specialized teams with custom briefing templates.
- Use analytics to monitor handoff response times and optimize staffing.
- Share the handoff process with prospects so they know what to expect.
Integrate these handoffs with Customer Lifecycle Management to maintain continuity after the sale.